In the new book, "Selling for Coaches", author and trainer Dan Tudor talks about being prepared for the recruiting visit with your prospect. One way to be prepared? Knowing why you are asking certain questions. Here’s an excerpt from the book, with additional thoughts on the topic from Dan Tudor:
Knowing why you ask certain questions. Mainly, what will the question do to move the sales process forward? Because that’s the only reason you should be asking questions in the first place. If you aren’t asking questions with a specific goal or reason in mind, you’re wasting time. Your time and the prospect’s time. Your prospect doesn’t know what questions to ask you, and – as you’ve probably noticed – doesn’t take the initiative very often in asking serious questions. They’re waiting for you to do that. So, do it. And have a reason for doing it.
In fact, its perfectly fine to tell the prospect why you are asking a question. “I’d like to find out if our campus would be a good fit for you. Do you like the idea of a large university setting for your college career? And, if so, why is that?” There are literally hundreds of questions along this line that you could ask a prospect. Telling them why you’re asking it gives them the feeling that you are organized, smart and – most importantly – including the athlete in your process of determining if they are a good fit or not.
- Another great question to ask: "If you could design the perfect coach to play under at college, what would they be like?" Sound corny? Not at all. In fact, this will give you some great insights into what they like in a coach, and how you can connect those traints with the qualities that you and/or your coaching staff have. Remember, the questions you ask are all about connect you with your prospect, and connecting their needs and dreams with the benefits that you can offer.
More than 150 great tips and techniques are yours for the taking in the new book, "Selling for Coaches". It’s only $19.95, plus shipping and handling. If you ask us, we’ll tell you to buy it. But that’s just us.